Why Should Sales NOT be in Charge of Pricing?

A question from a reader: Good morning Mark. The podcasts are excellent, as always. But I have noticed there may be one point you have not covered: “Why should sales not be in charge of...
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Starbucks Price Increases: Are They Leading or Signaling?

Starbucks is raising prices. In my last blog post, I discussed the pros and cons of that decision. In this post, let’s look at some more advanced issues. When competitors announce a price...
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Starbucks Raises Prices – Good or Bad Decision?

Recently, Starbucks raised prices on its coffee. The company said it raised the price of a tall (small) by 10 to 20 cents, or in the ballpark of 5% to 10% of the original price. What will...
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You Must Be Confident of Your Value to Win at High Prices

How confident are you and your sales team that your product is worth its price? The answer to that one question is a fantastic predictor of how much you discount your product. People that don’t...
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Comments on “Three Rules for Making a Company Truly Great.” (Hint, It’s About Pricing.)

I just read for the first time a Harvard Business Review article, “Three Rules for Making a Company Truly Great,” by Michael Raynor and Mumtaz Ahmed (April 2013). The rules come from a statistical...
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Value Conversations for Product Teams

I first heard the term “value conversation” when working with folks from VeraSage Institute. They are evangelists for value-based pricing to professional services companies. They battle pricing by...
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Surge Pricing Done Right

    We see too many examples of surge pricing done poorly, with companies raising prices during peak times. Finally, there is an example of it done well in a post from The Week. The ONLY...
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Become a Pricing Champion!

I love pricing. I love the fact that this is a measure of how well a company designs, builds and markets a product. I love the fact that it’s a number. It’s not squishy. I love the fact that you can...
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Failed Price Segmentation (Dynamic Pricing)

According to an article in The Mercury, Village Cinemas in Australia is testing dynamic pricing, and it’s not going well. It has implemented a $1 increase in ticket prices and has increased prices on...
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7 Metrics Every Product Marketing Manager Should Know

Tracking Leads is a Waste of Time One of the most common ways to measure the performance of a product marketing manager is by the number of leads she generates. The approach comes from the old sales...
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7 Metrics Every Product Marketing Manager Should Know

 One of the most common ways to measure the performance of a product marketing manager is by the number of leads she generates. The approach comes from the old sales phrase “It’s a...
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The Goal Is Crucial to Pricing

Sometimes, I have to be reminded of the obvious. Duh! Earlier, I was coaching a company on pricing. As I was listening to descriptions of their customers, their channels and the problems they solve,...
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Why Should Sales NOT be in Charge of Pricing?

A question from a reader: Good morning Mark. The podcasts are excellent, as always. But I have notic…
Read More

Starbucks Price Increases: Are They Leading or Signaling?

Starbucks is raising prices. In my last blog post, I discussed the pros and cons of that decision. I…
Read More

Starbucks Raises Prices – Good or Bad Decision?

Recently, Starbucks raised prices on its coffee. The company said it raised the price of a tall (sma…
Read More

You Must Be Confident of Your Value to Win at High Prices

How confident are you and your sales team that your product is worth its price? The answer to that o…
Read More

Comments on “Three Rules for Making a Company Truly Great.” (Hint, It’s About Pricing.)

I just read for the first time a Harvard Business Review article, “Three Rules for Making a Company …
Read More

Value Conversations for Product Teams

I first heard the term “value conversation” when working with folks from VeraSage Institute. They ar…
Read More

Surge Pricing Done Right

    We see too many examples of surge pricing done poorly, with companies raising prices d…
Read More

Become a Pricing Champion!

I love pricing. I love the fact that this is a measure of how well a company designs, builds and mar…
Read More

Failed Price Segmentation (Dynamic Pricing)

According to an article in The Mercury, Village Cinemas in Australia is testing dynamic pricing, and…
Read More
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